Things Will Change, If You Don’t

Every dealership has an 8-10 step “road to the sale.” Every sales consultant from the novice to the veteran has the same step- by- step process outlining everything from the approach to the landing of a sale. Just as a roadmap (full disclosure, I cannot read one) or navigation system aid the driver in getting to a specific destination, so too does a dealership’s step- by- step program lead a sales consultant through a sale; consistently.  That was the disclaimer; the map must be followed consistently in an effort to shorten the trip and make the sale. Make a wrong turn; the trip (sale) will take longer. If you are having a tough month, it is not due to inventory, bad credit, or saying, “Candyman” 3 times in the mirror; you are simply skipping steps.

The “road to the sale” is like inputting the right combination into a lock. When the right sequences of numbers are imputed, the lock is opened. Even though we know the correct combination- during a rough month, we sales consultants are guilty of insanely trying different combinations out of desperation to make a sale. There are 18,333 variations of a  3-digit lock; how many variations are you trying on your customer in an effort to make a sale?  Now do you wonder why you are getting mixed results? 

Certain customers will warrant adjustments- not changes in the “road to the sale.” If you have a customer who only wants “your best price” or refuses a test drive, you have to adapt and make the necessary adjustments in an effort to get them back on the “road to the sale.” Objections are detours in the road to the sale; although slightly off course, you will eventually find the main road again.  Tiger Woods doesn’t change his swing in the middle of a tournament nor does Peyton Manning change the mechanics of how he throws a football; each make adjustments in an effort to win. The same is true for your career; when your “fight or flight” nature kicks in, resist the urge to make shortcuts (flight), and “fight” to stay on the proven course.

When we change course, we end up like a lost traveler, making things more difficult and the trip much longer. Plans work; families prepare budgets, pilots prepare flight plans, writers make outlines, and coaches prepare game plans all in an effort to get maximum results with little wasted effort.  Being resistant to change will bring about consistent results.

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